The List: 50 Channel Chiefs (A - D)

By Heather Clancy, ChannelWeb

3:00 PM EST Fri. Feb. 24, 2006
From the February 27, 2006 issue of CRN
Page 3 of 9

\| A-B \| C-D \| E-F \| H-J \| L-M \| N-Q \| R \| S \| T \| V-X \|		• Carrying The Channel Torch Part firefighter, part diplomat. Our annual special report on the industry's top Channel Chiefs illuminates why the best vendor channel execs work for every penny they earn • The List: 50 Channel Chiefs From Acer to Xerox, we have the stats on 50 top Channel Chiefs who are influencing your day-to-day existence. If you're thinking about teaming with one of these vendors, here's where to start. • Global Touch It's a small world, and these 10 Worldwide Agenda-Setters are aiming to make it smaller with worldwide programs that impact the U.S. market -- and beyond. • New To The Scene Strategy from freshman execs at Cisco, Intel, Lexmark, Samsung, SonicWall and Toshiba. • Service Allies Wondering whether that vendor services division is friend or foe? These managers from Cisco, Hewlett-Packard, IBM and Microsoft aim to solve that debate for good. • 10 People You Should Know They may not be on the "Big List," but we're watching these channel executives closely in 2006..
	AMERICAN POWER CONVERSION WHO: PETER KLANIAN, North American Director, Partners and Midmarket WHY: Introduced deal registration. PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 98% TOTAL NO. OF PARTNERS: Upwards of 20,000; there are 600 Gold and Silver partners NO. OF U.S. CHANNEL EMPLOYEES: 100 BIGGEST MISJUDGMENT OR LESSON LEARNED IN 2005: "We handled our partners with a sales team that was more focused on closing customer projects. This approach did not provide the focus and attention needed to build true business partners with our channel partners." REPORTS TO: Tom Goldman, Vice President, Global Sales

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